A tenant came to us recently asking for help. They were involved in a transaction with another broker and were concerned about the objectivity of the advice they were getting. The tenant was looking for about 50,000sf of space and was considering a building that was a bit off the beaten track but in an otherwise desirable submarket. They had been back and forth with the landlord (who we will refer to as “Landlord A”) on proposals, and their broker was now recommending to them that they accept Landlord A’s latest proposal as it was “market” or even a little better. In support of his recommendation, and at the request of the tenant, the broker provided information on a number of “similar” deals (market comparables or “comps”) that had recently been done in the “market”. The tenant asked us to assess whether in fact the proposed deal was a good deal.
Let’s just make believe for a moment that landlords don’t pay other entities (both in-house and third party) more when a tenant representative is not involved. Let’s further assume, for the sake of this analysis, that the tenant representative isn’t able to negotiate any monetary savings (let alone several multiples of the commission, as is typically the case). The single biggest driving force for any commercial real estate investor is maximizing return; therefore, consider two scenarios from the landlord’s perspective:
Something happens to us when we are offered something for free: our brains shut down. Free is irresistibly seductive. It is a source of irrational excitement. Witness people who grab coupons offering a free trinket that they have no need for. And people who return to the buffet line for more “free” food even though they are full (and are likely to feel a pang of guilt the following morning).
The site selection process has become far more technical than in the past, and this creates new challenges for companies trying to navigate the globe. As a result, finding the optimal location has become extremely challenging for companies expanding their headquarters, manufacturing plants, shared service centers, call centers, distribution centers, data centers and retail sites.
Your lease has been signed, you have a Tenant Improvement Allowance from the landlord and the landlord is building out your new space. Nothing left to worry about right? Well, maybe there is. Before you turn over your construction project to your landlord, there are several things you should address in your lease to ensure you get the most for your money.
Frequently, we are asked by our clients whether it is more beneficial to lease or own their real estate. It is a great question and one that companies should be asking themselves and their advisors, particularly if the new international accounting standards are implemented and leases become “on balance sheet” transactions. The answer, however, is not black and white and will vary based on the company and the type of real estate involved.
For the first time in more than a generation, businesses are contemplating and, in many cases, implementing, dramatic changes in their office design and space utilization. In some instances, these changes were instigated by permanent paradigm shifts in their business as a result of the Great Recession of 2008. For others, the changes reflect a desire to stay current and competitive, and otherwise ensure that their space supports the way their employees actually work today. Regardless of the motivations, more and more companies are looking to shake things up. However, with change often comes fear, confusion and stress for the project leaders and employees.
You are in the jungle and are suddenly bitten by a poisonous snake. You will not survive unless you receive an antidote within one hour. You panic until you are assured that a local businessman, Joe, has the antidote. When you ask Joe for help he asks you how much you are willing to pay for the remedy. You have $1,000 in your wallet and only 20 minutes left to act. How much will you pay Joe? My guess is you’ll fork over the $1,000 without much haggling especially if Joe knows what’s in your wallet. Joe has what you need, there are no other alternatives and, under the circumstances, the product is worth everything to you. In fact, you’d pay more if you had it.